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How to craft your Sales Story

Why You Must Tell Stories To Succeed Stories work. Because we are human beings with emotions, senses, and a vivid imagination and not computational business case machines. Many startups fail to tell a compelling story and rather provide more of a feature catalog of

How to establish Sales House Rules

1) Ego Is The Enemy Some say there are lions and elephants in sales. Lions have big mouths to convince customers they are awesome. Elephants have big ears to listen actively. I am convinced that Elephants are better sales guys and that you should let

How to better understand the Buyer Journey

“Don’t sell to customers, let them buy from you” might sound strange to traditional “ABC (Always Be Closing) sales people. It is however crucial to understand where a prospect is on his/her buyer journey and therefore mindset to select a suitable selling style. A simple mental model to think about

How to succeed at cold calling

“But cold calling does not work anymore in 2020!”. Wrong.Yes, cold calling is hard and many seasoned sales people prefer taking a cold shower to taking a cold call – because you get rejected, a lot, and unlike with cold emails personally. But cold calling

How to design recruiting and hire for attitude

So the bad news is, hiring sales people entails filling, driving and closing one more funnel besides sales – your recruiting funnel. The good news is, the same principles apply as for sales, so you can repurpose a lot of the available sales material

Most Popular Articles

How to craft your Sales Story

Why You Must Tell Stories To Succeed Stories work. Because we are human beings with emotions, senses, and a vivid imagination and not computational business